Partners in Excellence

MARCH 27, 2024

Just got off a call with one of the best salespeople I’ve ever worked with. “So it sounds like you are getting ready to have a fight with the customer. “So it sounds like you are getting ready to have a fight with the customer. But selling is different from athletic competitions.

Conversion 105

Conversion Gaming Meeting Trust 105

Search Engine Land

MAY 3, 2024

Google’s local search results have been shifting quite a bit since the start of 2024. Specifically, we have seen a major shift in the pages Google shows for searches they think have a local intent. If you have more than one GBP landing page, link to the service area pages closest to that GBP location.

Service 101

Service Trust Clients Cross-sell 101

Martech

FEBRUARY 6, 2024

I dig up this old history — old by marketing technology standards anyway — because of my reaction to a presentation released last month by Winterberry Group, the management consultancy. Those trends have some common features and it’s worth looking at where they came from. That was around mid-March 2020. No surprise there.

B2B 109

B2B Advertising/ Marketing Negotiate Management Consulting 109

Iannarino

AUGUST 3, 2021

You never get a second chance to make a first impression, which means you have a lot riding on your meeting with a new client. “All the things you bought for her, could not get a temperature” – Elvis Costello. In short, getting ghosted may be the natural result of how you approached the sales conversation.

Meeting 323

Meeting Clients Prospecting Construction 323

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance. Strategy can also be influenced by tactics.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Partners in Excellence

MARCH 6, 2024

Too often, there is an alignment challenge between what buyers need and what sellers do. What don’t buyers need from sellers? While it’s always dangerous to make generalizations because there are always exceptions, but with that as a disclaimer, let’s focus on what buyers don’t need from sellers.

Education 129

Education Trust Sell Product 129

Search Engine Land

APRIL 18, 2024

An even more seismic change is looming, and way too many marketers are still unprepared. If you’re a little unclear on what kind of havoc “the death of cookies” is going to wreak in your campaigns, stay with me for a few minutes as I tackle: What’s changing from a technical perspective. whether you’re logged into an app).

GTM 91

GTM CRM Campaign Conversion 91

Martech

JANUARY 25, 2024

If you find yourself in the front seat of the struggle bus, do what I do. I think of three words — that’s it, just three — that will frame my priorities or personal goals for the coming year. I didn’t invent this exercise. I didn’t invent this exercise. Having AI as my first word for 2024 also signifies its importance.

Government 128

Government Strategize Start-ups Technique 128

Martech

APRIL 18, 2024

Instead of creating a list of hundreds of AI marketing tools that may (or may not) be around in a few months, I hope to arm you with the foundational knowledge to select AI tools strategically well into the future. I’ll start with what hasn’t changed and provide an overview of what I consider a strategic approach to AI tool selection.

Strategize 128

Strategize Education Price Service 128

Partners in Excellence

JANUARY 25, 2024

I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. First, every month, Lahat Tzvi and I have a conversation. We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Partners in Excellence

SEPTEMBER 27, 2023

Unfortunately, I think it’s well earned by too many. I don’t think we consciously commit to doing just good enough, I suspect it’s a gradual process that impacts so many of us. Without a doubt, we face more turbulence, complexity, volatility, and uncertainty than we have ever experienced.

Growth 137

Growth Gaming Technology Technology 137

Salesforce

FEBRUARY 20, 2024

For many people, a sudden tingling in the leg or a feeling of numbness in the arm isn’t too much cause for alarm. I did what any millennial would do. There has been a shift in the industry with more organizations working directly with people who have personal experience with the conditions.

Pharmaceutical 137

Pharmaceutical Healthcare Drivers/motivators Appointment 137

Sales Pop!

NOVEMBER 7, 2023

If one starts too late in such an endeavor, they have no chance in today’s competitive world. If you arrive too late, you have no chance. A person entering the business world has no hope of coming in late, and then, boom , having everything just work out. All of that takes years to build. You need the whole team.

Sales 64

Sales Start-ups Growth Technology 64

Search Engine Land

SEPTEMBER 25, 2023

While many feel that PSI ratings are unnecessarily punitive, it’s still the closest we can get to how Google might weigh and rank sites via page speed signals. The page load won’t be complete, but it will have started. Over the years, Google has provided various tools to assess and report on web performance.

User Experience 121

User Experience Intrinsic UX Start-ups 121

SaaStr

APRIL 3, 2024

As the kickoff to our first fully digital SaaStr AI Day, Jennifer Tejada , the CEO of PagerDuty, chatted with Jason Lemkin, SaaStr CEO and Founder, about navigating the shift to Generative AI and what Artificial Intelligence in SaaS might look like in the next 6 months, as well as years to come. How to Buck Up and Go Long in SaaS?

Healthcare 93

Healthcare Trust Drivers/motivators Start-ups 93

Partners in Excellence

JANUARY 23, 2024

I can remember reading all sorts of books on effective time management, even back to college days. I continue to devour them, adapting many of the principles to my own time management. We have reached a “crisis” in time management. But I think the majority of our “time problem,” is self inflicted.

Objectives and Key Results 110

Objectives and Key Results Technique Presentation Closing 110

Partners in Excellence

FEBRUARY 15, 2024

I can’t begin to count the number of “experts” filling my social feeds with the sage wisdom and advice on maximizing performance: “Give your best leads to your top performers!” And, because of the way they work and their ambitions, they probably don’t have a lot of spare time. But there’s more.

Start-ups 109

Start-ups Up-sell Sell Product 109

Search Engine Land

MAY 6, 2024

This could have been avoided with SEO guidance and proper planning This article tackles a proven process for retaining SEO assets during a redesign. The more you can do to retain your original URL structure and minimize the number of 301 redirects you need, the less likely your pages are to drop from Google’s index.

Drivers/motivators 121

Drivers/motivators Meeting Launch Referrals 121

Spiro Technologies

APRIL 24, 2024

Transcript Adam Honig: Because I feel like the lasting impression that people have of manufacturing is from the really old I Love Lucy episode where they’re making chocolate. I’m your host, Adam Honig:, CEO of Spiro.AI. I appreciate the invitation, and I’m very happy to be here.

Manufacturing 59

Manufacturing Education Electrical Engineering Electricity 59

Martech

APRIL 19, 2024

Data from Deloitte, Duke University’s Fuqua School of Business and the American Marketing Association (AMA) found spending on social media would hit its highest level since the height of the COVID pandemic in the 12 months following August 2023. Marketers interested in tapping into social have a familiar decision to make regarding tactics.

B2C 105

B2C Lead generation B2B Campaign 105

Search Engine Land

MARCH 28, 2024

From the initial planning stages to post-launch monitoring, it covers key actions organizations should take to deeply integrate SEO best practices, preserve URL and content value and streamline the process across international markets. Remind them that many local markets do not have the resources for reviews and functional tests.

Territory 88

Territory Launch Contract Follow-up 88

Search Engine Land

JULY 27, 2023

Going from an SEO professional to a manager of an SEO team, you need to shift your mindset, lean into your new role, and build trust with your team. Moving from focusing on your own output to your team’s needs can help you succeed in your new role. The first change from “leading yourself” to “leading others” is a huge shift.

Objectives and Key Results 90

Objectives and Key Results Promote Pipeline Drivers/motivators 90

Search Engine Land

MARCH 20, 2024

Coaches like Erik Spoelstra of the NBA’s Miami Heat embrace this shift, enabling teams to adapt to different opponents and play styles. While each marketer may have a dominant skill, adapting to multiple roles is essential in today’s marketing landscape. Jennings threw a touchdown pass and caught one himself.

Sports 86

Sports Assembly Line Campaign Technology 86

Martech

MARCH 20, 2024

NBA star basketball player LeBron James famously declared, “I’m not a point guard, shooting guard, small forward, or power forward. I’m a basketball player.” Coaches like Erik Spoelstra of the NBA’s Miami Heat embrace this shift, enabling teams to adapt to different opponents and play styles.

Sports 77

Sports Assembly Line Campaign Technology 77

SalesProInsider

FEBRUARY 8, 2023

What’s your mindset around follow-up efforts for reconnecting with prospects who have stopped responding? Do you get into a mindset of negativity? Or do you start telling yourself stories like these: “Oh my gosh they must have decided to work with somebody else.” “My My fees were too high.” “I Those people need you.

Follow-up 133

Follow-up Prospecting Pitch Start-ups 133

Partners in Excellence

OCTOBER 3, 2023

” It’s related to much of what I’ve written about Inciting Customers To Change. Too often, sellers catch customers who are very late in their buying cycle. They have let their fingers do the walking through Google, found your site and expressed interest. We have to understand their ambitions and dreams.

Sell 127

Sell Up-sell Start-ups Customers 127

Search Engine Land

MARCH 8, 2024

In November, I conducted a survey aimed at SEO professionals, delving into their perspectives on climate change. I think it falls on all of us, whatever industry we’re in, to try and help limit our carbon emissions. The results of the climate change survey We had a total of 331 responses from around the world.

Objectives and Key Results 126

Objectives and Key Results Manufacturing Clients Education 126

SaaStr

DECEMBER 17, 2023

I always learn a lot from these — they are in essence a best practices list from each leader. This week we have Kyle Norton, CRO at Owner! #1. This allows sales reps to get instant feedback and gives our frontline managers a tremendous amount of coaching scale. What’s your core stack of apps today?

CRM 97

CRM Gaming Growth B2B 97

Salesforce

OCTOBER 23, 2023

AI is having its moment. We spoke to five members of the Data Leadership Collaborative to learn from their experience, and get a few tips for data leaders who are beginning to champion AI technologies in their own organizations. You don’t have to sell people on the potential. What are the jobs to be done?

Government 121

Government Teamwork Sports Strategize 121

Partners in Excellence

JANUARY 29, 2023

I read an important article by Elizabeth Spiers, Layoffs by Email Show What Employers Really Think of Their Workers. For years, I’ve been writing about the mechanization of selling. Customers have become depersonalized widgets that we move along our selling assembly lines. Yet we display no loyalty to them.

Assembly Line 132

Assembly Line Trust Clients Technology 132

Search Engine Land

JANUARY 19, 2024

Major shifts in 2024 will disrupt the PPC industry. Many advertisers have been putting off the heavy task of restructuring their measurement frameworks to be privacy-centric, but now is the time. We have found that value-based bidding drives revenue and sales, which is now standard practice in our campaigns. Google Analytics.

Campaign 100

Campaign Retail Engineering Gaming 100

Search Engine Land

MARCH 8, 2024

Here are the five biggest I foresee for the rest of the year. This means remarketing audiences will gradually decrease and these campaigns will have less impact. For advertisers, it’s another learning experience they will have to adapt to. Get the daily newsletter search marketers rely on.

Campaign 106

Campaign Retail Manufacturing Clients 106

Search Engine Land

APRIL 15, 2024

In this article, I will outline a process that shows you exactly how to do that and provide a simple template you can fill out to take your content to the next level. Unsurprisingly, much content is developed from an SEO perspective. First analysis: I want to improve our website’s ranking on Google.

Process 114

Process Objectives and Key Results Angle Follow-up 114

Partners in Excellence

MARCH 6, 2023

We get the Discovery process wrong–period, full stop. Look at your inbox, I suspect 95% of the prospecting mails you have say, “Organizations like yours have this problem–we solve it. When we do try to do discovery, too often it’s “discovery with an agenda.”

Pitch 117

Pitch Presentation Trust Process 117

Search Engine Land

JANUARY 22, 2024

SEO robbery in broad daylight I’m not going over old ground here, but in case you missed it, here are the details. It’s my ball, and I’ll take it home if you don’t do as I say…’ We’ve all been there as kids. It’s “do as I say,” not “do as I do.”

Engineering 116

Engineering Legal Education Trust 116

Martech

APRIL 10, 2024

It’s a scene from a bygone era when companies could woo clients with flashy presentations and empty promises. I’ve been there, in the trenches of corporate procurement. I’ve sat through countless demos, each promising the moon and the stars, only to feel underwhelmed when it’s over. Well, not anymore.

Pitch 100

Pitch Product Electricity Healthcare 100

Search Engine Land

APRIL 1, 2024

In a previous Search Engine Land article , I highlighted the potential of UGC in SEO. Now, it’s time to explore tactics for maximizing its value, from establishing authenticity and driving community engagement to repurposing UGC for improved search performance. Search marketing today mirrors real-world human connections.

Campaign 98

Campaign Strategize Launch Promote 98